Founded in 2016, Microsoft Negotiations exists for a single reason: to correct the information asymmetry between Microsoft and the enterprises that purchase from them. We have never worked for Microsoft. We never will.
When we founded this firm in 2016, the problem was straightforward: enterprises were routinely overpaying for Microsoft software by 20–40% because they negotiated without independent expertise. Their Microsoft account teams were highly trained negotiators. Their own procurement teams were not.
A decade later, the dynamic has intensified. Microsoft's product portfolio has exploded — from on-premises Server & CAL licensing to M365 suites, Azure consumption commitments, Copilot AI add-ons, and Dynamics 365. The complexity of a modern Microsoft Enterprise Agreement is a full-time discipline. Few enterprises have the internal bench strength to navigate it effectively.
We do. In ten years of practice, our advisors have sat across the table from Microsoft in every negotiation scenario imaginable — renewal cycles, mid-term true-ups, audit responses, emergency EA restructurings, and cloud migration transitions. We have seen every tactic in Microsoft's playbook. We know how to counter them.
Our model is deliberately simple: we represent you, never Microsoft. We charge advisory fees, never commissions or referral payments. Our incentive is your outcome. That independence is the foundation everything else is built on.
"We have never worked for Microsoft. We never will. That independence is the foundation everything else is built on."
These are not marketing commitments. They are operational constraints we have built into the firm's structure to ensure clients receive genuinely independent counsel.
We accept no referral fees, channel commissions, or payments from Microsoft or its partners. Our revenue comes exclusively from client advisory fees. This is the only model that eliminates conflicts of interest.
Every engagement is led by a senior advisor with a minimum of 12 years in Microsoft licensing. We do not staff junior analysts on client-facing work. You get the expertise you're paying for, not someone learning on your engagement.
Our pricing intelligence is built from 500+ real engagements and ongoing market research. When we tell you Microsoft's proposal is 28% above market, we have the data to prove it — and to defend that position in negotiations.
We measure success one way: what did you save versus the initial Microsoft position? Every engagement concludes with a documented outcome report. Our track record across 500+ engagements is our primary credential.
Numbers drawn from completed client engagements since 2016. Advisory results vary by engagement size, complexity, and Microsoft negotiating position.
Every engagement follows the same disciplined methodology regardless of deal size. The sequence is not arbitrary — each phase produces outputs that are essential inputs to the next.
We audit your current Microsoft environment — all agreements, invoices, product usage data, and prior negotiation history. We establish your actual licensing position before any negotiation begins.
We model your optimal licensing architecture and benchmark Microsoft's proposal against our database of 500+ comparable deals. We identify every lever available to reduce cost and risk.
We develop your negotiation strategy, prepare your team, and participate directly in negotiations. We know Microsoft's playbook because we have seen it applied hundreds of times. We know the counters.
After execution, we document your new baseline, establish ongoing license governance protocols, and prepare you for the next cycle. The goal is continuous position improvement, not a one-time win.
Our advisors are introduced to clients by title and expertise, not by name. This reflects a deliberate choice: the credential is the track record of the firm, not the individual biography.
20 years in enterprise software licensing. Former Microsoft account executive. Led 150+ EA negotiations across Fortune 500 enterprises in North America and Europe.
15 years in software asset management and compliance. Former SAM practice lead at a Big 4 consultancy. Specialist in true-up defense and audit response strategy.
12 years in cloud cost optimization. Azure Expert MSP background. Specializes in Azure commitment structuring, MACC negotiation, and hybrid benefit strategy for enterprise migrations.
18 years spanning Microsoft licensing, Copilot AI strategy, and enterprise procurement transformation. Focuses on Copilot ROI modeling, E3/E5 migration strategy, and AI licensing governance.
Every engagement starts with a confidential assessment call. No commitment required. We will tell you candidly what we see — including whether advisory support is likely to deliver a meaningful return in your specific situation.